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1、UnitTenBusinessNegotiationandConclusionofSalesContractsNegotiationsareusedasmeansofdecidingthetermsbywhichacompanymayinitiate,carryon,orterminateoperationsinaforeigncountry.Theyhavebeenextendedtootheroperatingarrangements,suchaslicensingagreements,debtrepayment,andlarge-scaleexportsales.The
2、salescontractoffersguidelinesfortheinternationalbusinesspractice.Butbeforebusinesscontractisconcluded,muchworkhastobedoneinbusinessnegotiation.Andbeforeweundergobusinessnegotiation,wealsoneedtodosomepreparations.10.1PreparationbeforeBusinessNegotiationBeforebusinessnegotiationtakesplace,the
3、sellershouldmakecarefulpreparations.First,heneedstodomanyinvestigationsabouttheinternationalmarket.Heistoinvestigatethemarketofhistargetcountry,thatis,thecountrytowhichheintendstoexporthiscommodities.Differentcountrieshavedifferentpoliticalsystems,differenteconomicandbusinesssituations,andd
4、ifferentcustomsandpreferences.Itisnecessarytoknowsomethingaboutthem.Theexportershouldalsoknowsomethingaboutthemarketofthecommoditiestowhichhewantstoexport.Heneedstoknowifhiscommoditiescanhavegoodinternationalmarket,andhowmuchhemayofferforthegoodsheintendstoexport.Further,hehastodosomeinvest
5、igationsabouthiscustomerssoastoknowhisscope,hiscapabilityofbusinessoperation,hiscreditstatus,etc.Thentheselleristomakecarefulmarketingplans.Insodoing,heshouldhaveagoodunderstandingofthegoodshewantstoexport,suchasthequantityhecansupply,thequality,varieties,necessarytechnology,storage,transpo
6、rtationandothersabouthisgoods.Also,heshouldmakesurewhetherhecanhavethepermissionofthegovernmentfortheexportofhisgoods.Ifthegoodsheintendstoexportareunderthe203governmentcontrol,heshouldmakesurewhetherhehastherequiredexportquotaandlicense.Withsuchinformation,heundertakestomakehismarketingpla
7、n.Theplanshouldbesomadeastotellpeoplethedomesticsupply,thedemandofinternationalmarket,thetargetcountryorcountries,thecustomers,thetradingmethodstobeadopted,priceofthegoods,paymenttermsandanticipatedprofit,etc..Further,theexporterusuallymustdosomepopulari
